The Sales Evangelist

Filling out your LinkedIn profile is a lot more challenging than you thought it would be. However, whatever you add must make you stand out from everyone else within your industry.

One way to do this is by creating a memorable headline to grab a person's attention. But what's the trick to crafting a headline to make someone want to work with you?

In this short episode of "The Sales Evangelist Podcast," Host Donald Kelly shares tips on how to write the perfect LinkedIn headline. Get your notebooks and pens ready and learn how to do this simple SEO technique.

LinkedIn Headline: What Do You Put in It?

• The LinkedIn headline is right underneath a person’s name and is a title they created for themselves. They may have their position and the company they work for within this section—for example, Sales Representative at HubSpot.
• Donald shares that the number one reason for creating a LinkedIn headline is search engine optimization (SEO).
• Your potential clients are looking for someone to help solve their problems. The best way to help them find you on LinkedIn is by using SEO keywords in your headline.
• For example, a person may seek someone knowledgeable about marketing automation. You should write “marketing automation specialist” as an SEO keyword within your LinkedIn headline. 
• Donald also discusses it’s okay to use the company that works for the name within the headline section if it’s a big company, such as Google. However, using an SEO keyword is better if you work for an unknown company.
• Donald shares examples of crafting the perfect LinkedIn headline within the episode.

The Sales Evangelist Podcast is always here to provide you with the best tips within the sales industry. If you want to improve your sales skills, subscribe to the podcast for more episodes. 

Also, don’t forget to check out TSE’s LinkedIn Prospecting Course. Sign up today before it’s too late!

“Buyers want to learn, and sellers want to sell.” - Donald Kelly. 

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

What's the best way to offer a discount to a client?

Find out in this exciting episode of The Sales Evangelist Podcast. Host Donald Kelly speaks with sales expert Richard Harris about his new book, "The Seller's Journey," and dives into the intricacies of mastering sales strategies. 

Richard shares valuable tactics around sales, pricing, negotiation, and creating win-win scenarios with customers. He also addresses the critical role of understanding procurement and highlights the importance of qualifying for discounts and leveraging them as a sales rep.

Hear why you should pick up a copy of Richard's new book and how it can help you in your sales career.

Richard’s Background

• Richard is a sales strategist and trainer with extensive experience in go-to-market and founder-led sales strategies. 
• He is also the author of the recent book, "The Seller's Journey," which encapsulates his decade-long expertise in sales.

Earning the Right to Ask Questions

• Richard discusses his niche in sales training, where he emphasizes the importance of earning the right to ask questions, which questions to ask, and the timing of these questions in the sales process. 
• Through his extensive experience in consulting, Richard has honed his framework for enabling sales professionals to navigate the intricacies of engaging buyers effectively.

Highlights from "The Seller's Journey" Book

• Richard delves into the core concepts of his book, "The Seller's Journey." The book is divided into two parts: the mindset and framework, followed by 13 tactics that delve into critical aspects of sales strategies. 
• These tactics include addressing respect in sales, effective negotiation techniques, and the art of framing questions around needs, economic impact, access to authority, and timelines.
• Richard emphasizes that the book delves into the mindset needed for navigating the sales domain effectively. With the right mindset, sales professionals can approach their roles with confidence and strategic insight.

Roleplay and Pricing Strategies

• Richard and Donald engage in a roleplay scenario that unveils strategic pricing communication tactics. 
• Richard's approach illuminates how sales professionals can effectively address pricing discussions while adding substantial value to the offerings. 
• The roleplay also demonstrates the power of emotionally driven questions and strategic shifts to add value and establish a market-based price anchor.

Handling Discounting Requests

• Donald and Richard discuss the challenging aspect of handling client discounting requests amidst a cautious investment environment. 
• Richard provides actionable insights into handling clients' discount requests, balancing sales leaders' expectations to maximize deals, and the art of leveraging discounts for mutual gain.

Understanding Procurement Dynamics

• Richard sheds light on understanding procurement dynamics and emphasizes the need for early engagement with procurement teams. 
• He explains that procurement isn't the enemy. Taking the time to build rapport and understand client’s needs can lead to mutually beneficial outcomes.

The Role of Win-Win Scenarios

• Donald and Richard also explore the role of win-win scenarios in sales negotiations.
• Richard offers practical insights into leveraging discounts, additional value adds, and testimonials to foster positive outcomes that benefit both the sales professional and the client.

This episode provides a wealth of knowledge for new and seasoned sales professionals. However, you must grab a copy of his book to learn his best sales tactics. 

In Richard's book, you'll discover the importance of cultivating the right mindset and building client relationships. He provides comprehensive strategies to help you become a master in sales. 

Gain instant access to the first two chapters of "The Seller's Journey" below.

"They're not the enemy, and they actually do want to work with you. They actually want you to talk to them way sooner than the end of the deal." - Richard Harris. 

Resources

“The Seller’s Journey” by Richard Harris

Richard Harris on LinkedIn

The Harris Consulting Group

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Sometimes, stepping outside of the box works magic when traditional methods fail. Sales representatives must quickly think of unique ways to build their pipeline when nothing else works.

But what if you can't think of any new sales techniques?

Listen to this episode of "The Sales Evangelist Podcast" to discover new sales methods. In today's insightful episode, host Donald Kelly speaks with guest Monica Stewart, an expert in aiding startup founders to grow and scale their sales organizations sustainably. 

They discuss various critical points addressing the challenges and innovations within sales strategies. Monica shares valuable insights and suggestions for revolutionizing sales approaches. 

Learn non-traditional sales methods for building a pipeline in this TSE episode. 

The Paradigm Shift in Sales Training

• Monica and Donald discuss the vast differences in training among salespeople and the urgency of embracing nontraditional methods for pipeline development. 
• They acknowledge that adapting B2C selling tactics to B2B environments has multiple benefits. 
• Monica also illustrates the importance of creativity in nurturing partnerships, the strategic use of influencers, and inbound methodologies to decrease customer acquisition costs and expedite the sales process.

The Art of Building Partnerships

• Monica emphasizes the need for careful consideration while forming partnerships. She points out the necessity of assigning a dedicated person to manage these relationships, ensuring these valuable connections don't become an afterthought. Partnership nurturing is a pivotal activity to prevent the stagnation of these crucial relationships.
• Monica delved into the nuances of understanding what motivates partners beyond financial incentives. She recounted her experience with SalesLoft at Scaled, where she pioneered their unofficial partner program and spent considerable time fostering relationships, significantly impacting both businesses.

Leveraging Networks: The Nearbound Concept

• Nearbound marketing refers to the strategy of utilizing one's personal and professional networks to build pipelines and secure customers. 
• Monica shed light on how this sales approach can lead to information gathering and earning referrals within target companies. 
• When using this concept, she advised one to be deliberate and original in reaching out to the right individuals, leveraging existing customers' networks, and staying involved in the circles of the target demographic.

Startup Growth and Scaling Challenges

• Monica shares a story about a client who focused on constructing a partnership network instead of traditional outbound sales, culminating in reduced customer acquisition costs and successful sales endeavors. 
• She pointed out the difficulties in cold outbound sales, including a low success rate. 
• She attributed it to issues such as over-hiring, lack of thorough training, remote work dynamics, and scattered sales techniques.

Emphasizing Trust and Connection

• Monica and Donald also cover the significance of trust and personal connection in business dealings. 
• They explore innovative means of identifying and contacting potential clients through LinkedIn and the profound impacts of establishing relationships with industry influencers.

Building Nontraditional Sales Foundations

• Monica stresses the importance of uniting sales teams under a shared vision and a consistent methodology. 
• Furthermore, she advocates for the CEO or sales leader to initiate and drive partnerships. 
• However, the 'nearbound' concept is usable by anyone with a network to leverage for potential business prospects.

Thanks to Monica’s invaluable insights, you now have several untraditional sales methods to test out. For those interested in delving deeper into the strategies discussed, contact Monica for further conversations and strategic consultations. Also, subscribe to The Sales Evangelist Podcast for more advice in the sales industry.  

"And that doesn't necessarily mean that those techniques are even good. It also doesn't mean that those are the right techniques for your market and buyers and for the way you need to sell for your company." - Monica Stewart.

Resources

Monica Stewart on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Two months ago, your client said they didn't want to close the deal. So, this means that it's over and done with. You should just move on to the next one.

Or maybe you should follow up to see if they will work with you now. Why?

In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares why those lost deals are actually golden opportunities. So, don't cross those potential clients off your list yet, and hear why you need to contact them again.

The Number One Strategy To Close Deals

• Donald begins by breaking down the math of how many prospective clients a sales rep may lose within a given year. Most salespeople don’t take the time to return to those prospects and move on to the next one.

• However, Donald shares an excellent strategy for contacting those potential clients again to close a deal.

LinkedIn Sales Navigator List

• After you take the time to figure out how many prospects told you no, create a lost deal list in LinkedIn Sales Navigator.

• You'll receive notifications on their recent activities after you add these individuals to the list. These activities could include a change of job, recent posts, and more.

• Donald shares why contacting someone who recently changed jobs and works in another company is a great idea.

• Also, pay attention to the individual's activities within the last 30 days. If you see they posted something, take the time to comment on it. It's a great way to start a conversation and build relationships on LinkedIn.

Remember, you can use Sales Navigator for a 2-month free trial to see if you like it. The link is down below within the resource section.

Do you want more sales tactics to boost your pipeline? Subscribe to The Sales Evangelist Podcast to help close twice as many deals as you are now!

"Lost deals are never truly lost. They're opportunities in disguise." - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You might have already realized this, but the sales world is changing. To make it, you must learn marketing skills to gain new clients.

But everyone is not meant to be a marketer. How can you adapt to these changes and become successful at relationship-based selling? 

Start by listening to this episode of “The Sales Evangelist Podcast” to learn how to adopt SaaS marketing skills. In this episode, Donald engages in a dynamic conversation with Aaron, the CEO and founder of Alysio, a people performance management platform for go-to-market teams. 

Listen for valuable insights on the changing landscape of sales, the need for creativity and personalization, and the principles that drive effective sales strategies in the modern era.

Adapting to the Changing Sales Landscape

• Aaron begins the conversation by shedding light on the evolution of sales. He emphasizes the need to adapt to the dynamic nature of sales, especially with the significant changes brought about by technology and unprecedented events like the COVID-19 pandemic. 

• Drawing from his extensive experience in B2B SaaS sales, he presents a compelling case for embracing data-driven strategies and connecting with customers in a way that resonates with the current sales landscape.

The Three Dimensions of Sales Success

• Drawing from Alysio's approach to sales, Aaron eloquently articulates the three critical dimensions of a great day in sales - customer data, revenue data, and people data. 

• He underscores the importance of leveraging data at the team and individual levels to coach and train sales representatives effectively. 

• Aaron's vision of a future where these three dimensions intertwine seamlessly reflects the innovative and strategic mindset that drives Alysio's approach to empowering sales teams.

Embracing Creativity and Personalization in Sales

• One of the core themes of the conversation is the need for creativity and personalization in sales. 

• Aaron shares impactful examples of creative approaches to outreach, such as leveraging personalized emails and running a successful podcast to connect with CROs.

• He emphasizes the shift from traditional sales tactics to engaging, entertaining, and personalized strategies that resonate with the modern buyer's mindset.

The Human Touch in a Digital World

• Aaron emphasizes the importance of injecting a human touch into sales interactions in an age characterized by high-tech automation and AI. 

• He brings forth the concept of being top of mind through creative and personalized outreach, citing instances where unconventional approaches have yielded remarkable results. 

• Aaron's insights offer a fresh perspective on how sales professionals can leverage their creativity to stand out in a crowded digital landscape.

Integration of Sales and Marketing

• Acknowledging the evolving role of sales professionals, Aaron highlights the significance of integrating marketing principles into sales strategies. 

• He discusses the concept of every salesperson being a marketer in today's ecosystem and emphasizes the need for sales professionals to build their personal brand and establish trust. 

• Aaron's approach reflects a holistic understanding of the interconnectedness of sales and marketing, emphasizing the importance of aligning these functions to drive impactful business outcomes.

Empowering Sales Teams to Embrace Change

• Aaron shares pragmatic advice for sales professionals, encouraging them to be scrappy, creative, and consistently engaging in their outreach efforts. 

• He emphasizes the value of trial and error, the power of creativity in outreach, and the need for continuous adaptation to stay ahead in a rapidly evolving sales environment.

Now is the time for sales representatives to become creative, add personalization, and adopt modern sales dynamics to be successful. Aaron's insights offer a blueprint for reimagining sales strategies, integrating marketing principles, and harnessing the power of human connection in a digitally driven sales landscape. 

Do you want more sales advice? Subscribe to the TSE podcast for more inspiring testaments to transform and grow your business.

"If I'm not great at cold calls, why spend three to 4 hours doing cold calls? It's not efficient. That's not the best use of my time." - Aaron McReynolds.

Resources

Alysio.ai

Aaron’s email: [email protected] 

Aaron on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

The world is changing, and sales representatives must adapt. This is especially true when it comes to content creation.

Do you know what the top-performing social media content is nowadays? 

It's video creation! If you're not taking the time to create and promote videos, it may keep you from building your pipeline.

In this thought-provoking TSE episode, host Donald Kelly speaks with Adam Robinson, founder and CEO of Retention, about his approach to content creation. Adam discusses the significance of establishing content pillars and sub-pillars to maintain coherence and deliver a unified message. This technique has been instrumental in Adam's success, solidifying the foundation for his content strategy.

Discover Adam's methods to improve your sales techniques.

The Chris Walker Method

• Adam credits Chris Walker for the impact his approach has had on Adam's own content creation journey. 

• By consistently reinforcing a central message, Adam emphasizes the role of repetition in strengthening the audience's understanding and recall. 

• He also touches upon the growing propensity for video content, hinting at the potential crossover for YouTubers into corporate positions, as video prowess becomes increasingly valuable in business.

Building Trust with Organic Content

• Both Adam and Donald concur on the superior efficacy of organic social content compared to traditional ads when building trust. 

• Donald personally reflects on his inclination towards products discovered on social media, favoring YouTube for its less intrusive nature over website videos. This preference underscores the shift towards content platforms that offer a more genuine connection with audiences.

Adam's Philosophy on Social Media and Connection

• Adam elucidates the pivotal role of social media in forming relationships and amplifying one's presence. 

• He shares his own narrative of venturing into content creation, underlining the initial uncertainties and the growth that followed. 

• His experiences testify to the value of perseverance and authenticity in the content creation landscape.

Establishing a Unique Voice

• The conversation delves into Adam's early challenges in content creation within an unfamiliar niche, his strategic moves to raise brand awareness, and the evolution that led him to discover his unique voice. 

• Adam parallels Chris Walker's style, acknowledging the influence and adaptation of Chris's methods in his video production process.

Behind-the-Scenes and List-Style Content

• Adam and Donald discuss the fascinating effect of behind-the-scenes style videos and their ability to captivate audiences with a sneak peek into the creative process. 

• Adam also extols the unexpected success of unconventional formats like lengthy list-style LinkedIn posts and sideways 'fake podcast' videos, which resonate more with audiences than high-budget docuseries.

Content Creation: A Blend of Art and Inspiration

• Adam underscores that while there is no foolproof blueprint for success in content creation, a wealth of inspiration can be harnessed. 

• He advises taking cues from flourishing creators and incorporating their ideas with a personal flare. 

• Adam encourages starting modestly on one platform and prioritizing iterative improvement.

In this illuminating TSE podcast episode, sales representatives can reflect on the insightful journey through the art of content creation, the trust-building power of organic social content, and the pivotal role of video in today's business landscape. Discover the importance of authenticity, perseverance, and the strategic use of social platforms to amplify one's voice and brand. 

Lastly, don't forget to join Adam's waiting list for his pioneering software, Retention.

“There is no more effective way and efficient way to build trust to an audience than organic social.” - Adam Robinson. 

Resources

Adam Robinson on LinkedIn

Billion Dollar Challenge 

Retention 

Chris Walker

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

You’re sending LinkedIn connects one after the other. But no one responds to your messages.

It’s making you lose confidence in your professional sales skills. However, you shouldn’t give up hope just yet.

Take the time to listen to this five-minute Sales Evangelist podcast episode. Host Donald Kelly shares three actionable tips to help sales representatives always get responses from their ICPs on LinkedIn. Tune in and hear what those tips are.

Tip 1: Make Sure They're Active on LinkedIn

• Donald shares that just because you see someone on LinkedIn doesn't mean they actually get on the platform.

• To ensure they're active on the platform, take the time to see if they're posting anything and how often they do it.

• You can quickly look into this by using LinkedIn Sales Navigator. If you don't have the tool, Donald shares an actionable tip on how to do this within the episode. 

• He also suggests you listen to past TSE episode 1743 on how to find active ICPs on LinkedIn.

Tip 2: Be Patience

• One of the biggest mistakes most sales reps make on LinkedIn is connecting with people and trying to sell immediately.

• Donald discusses that connecting with them and building a relationship is better before trying to sell.

• This will help the potential buyer feel more comfortable talking with you and trust that your product is worth the money.

• You can do this by engaging with them on the platform. Start by reviewing what they share on LinkedIn and commenting on their posts.

Tip 3: See What They Like on LinkedIn

• Another way to start conversations on LinkedIn is to see what content they like. You can review their recent activities on their profiles to see if a conference is coming up or if they like posts from a specific trend.

• Donald also shares you need to connect with people within your ICP company. Doing this will make you seem less of a stranger and help your potential buyer feel more comfortable talking to you.

Bonus Tip: Write Personalized LinkedIn Messages

• Sending a personalized message doesn’t mean discussing personal matters such as children or the college they attended.

• Instead, it means you took the time to review their profile or activity and see what really matters to them on the platform.

• If they took the time to write a blog post on LinkedIn, you can send a personalized message asking a question about it.

There you have it! These are short and sweet LinkedIn tips to help you find and connect with your ICPs. For those new to the show, subscribe to the podcast to help build your pipeline and close twice as many deals as you are now.

“Focus on what matters to that individual. It’s the best way to start conversations on LinkedIn.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

On today’s episode of The Sales Evangelist, our host, Donald Kelly, talks with Matt Dixon about how top performers overcome customer indecision. At the beginning of the pandemic, sales went entirely virtual overnight. Matt, and his team, studied 2.5 million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? The answer is the JOLT effect.

What do most salespeople do when customers get cold feet?

• Many salespeople are taught that the reason this happens is that you haven’t beaten their status quo. 
• They dial up the FOMO. Matt found that this increases the odds that the customer will do nothing. 

Two reasons that the deal could be lost to no decision

1. The customer still feels the pull of the status quo and they believe what they are currently doing is good enough. They don’t see that switching to your product is a better alternative. 
2. They are indecisive about changing the status quo. They don’t know what to pick, they feel a lack of information, or they feel like they won’t get what they are paying for. 

How do you overcome customer indecisiveness? The JOLT effect

• During Matt's study, he found that there are four behaviors that high performers use to get customers unstuck. The acronym JOLT. 
• Judging the level of indecision. The best salespeople use a technique of pings and echoes. 
• Offering a recommendation. If everything looks good, then doing nothing seems like the best option. The best salespeople narrow the options and then recommend to the customer what they believe would be best. 
• Limiting the exploration. When the customer asks for more information it may feel like the customer is making progress. Beyond a certain point, the customer is engaging in analysis paralysis. To limit their exploration you need them to trust you and consider you the expert. 
• Taking risks off the table. Manage expectations early on and then give them a safety net. 

Resources

• To learn more about Matt’s company visit dcminsights.com
• To learn more about the Jolt effect visit the Jolteffect.com

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

What makes the top ten percent of sellers different from the other ninety percent?

Listen to this episode of the Sales Evangelist podcast to find out. Donald sits down with Kristie Jones in this riveting episode to discuss strategies for excelling in the sales industry. 

Kristie, an expert working with early-stage startups, shares her extensive experience in formalizing sales processes and managing hiring practices. This episode delves into the intricacies of selecting the correct sales role, leveraging one's strengths, and the importance of personal development for career success.

Tune in and gain insightful advice on helping young sales professionals reach their full potential.

Choosing the Right Sales Role

• Kristie explains the motivation behind her book, addressing the common pitfall of entering unsuitable sales positions. 
• She stresses the vital role of self-awareness in sales success, advocating for individuals to understand themselves before attempting to comprehend the prospect. 
• Drawing parallels with sports, she discusses the significance of finding a perfect match in one's sales career to reach their full potential.

Taking Ownership and Embracing Opportunities

• Amid the exploration of various sales approaches, Kristie emphasizes the necessity to take initiative and seek one's own opportunities. 
• Referencing sports icons like LeBron James and Novak Djokovic, she underscores the dedication and sacrifice required to achieve greatness, a principle applicable in both sports and sales.

The Path to Personal Growth and Career Advancement

• Kristie dives into the importance of evaluating whether a job shift aligns with one's personal growth objectives.
•  Her interview process focuses on qualifying candidates thoroughly to ensure job alignment with long-term career goals.
• Donald and Kristie share insights about the significance of career clarity and making intentional job transitions.

The Importance of Self-Care and Personal Development

• A key theme of the conversation is the prioritization of self-care and personal development by top performers. 
• Kristie and Donald highlight how exercising, reading, and nurturing family relationships contribute to success. 
• They contend that personal growth and understanding human psychology are critical in sales.

Identifying and Nurturing Your Sales Superpower

• Kristie talks about discovering one's 'sales superpower'—a unique ability that makes individuals stand out in their field. 
• She shares her personal superpower and advises on identifying and refining these innate skills to thrive in sales. 
• Donald and Kristie also analyze the traits that mark high-performing B2B sellers in enterprise environments.

Visualizing Success: Lessons from Athlete to Sales Expert

• As a former competitive racquetball player and current tennis enthusiast, Kristie expounds on the mental side of competitive sports. 
• She discusses the role of visualization and positive affirmations in achieving excellence, drawing analogies with successful CEOs and athletes. This mental fortitude, she implies, is directly translatable to the discipline needed in the sales domain.

Kristie further discusses the importance of sales representatives building their foundational skills and sales leaders providing comprehensive training. Donald echoes this sentiment, encouraging listeners to seek continuous personal and professional growth.

For those wanting to dive deeper into Kristie’s sales philosophies, be on the lookout for her newest book. Sign up for the newsletter here, “Selling Your Way In: The Playbook for Setting Your Income and Owning Your Life.” 

“When you're a top ten percenter, you have a lot of choices, and you get to select the position, that role, the company, the industry that will fit your long-term career goals best.” - Kristie Jones.

Resources

Kristie Jones on LinkedIn

Sales Acceleration Group 

Selling Your Way In Newsletter

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

Do you need help finding your ideal prospects on LinkedIn?

In this five-minute episode of the “Sales Evangelist” podcast, you’ll discover seven ways to find the perfect clients. Host Donald Kelly shares simple methods to help sales representatives find clients they really want to work with. 

Discover the seven best ways to find the right LinkedIn contacts.

1. Use LinkedIn Sales Navigator

• Donald stresses the point of finding clients who need your services. He suggests creating an Ideal Customer Profile (ICP) to help you find the right ones.
• One of the best ways to do this is using LinkedIn Sales Navigator. You can use the spotlight filter to find engaging people posting on the platform.
• You can use your ICP to target potential customers based on their industry, interests, and the companies they work for.
• Also, pay attention to how often they post on LinkedIn. Potential clients are more likely to engage with you than ignore you.

2. Look at the Engagement on LinkedIn Posts

• Consider looking for LinkedIn posts based on your industry. Then, pay attention to the individuals engaging with these posts.
• Look through their profiles and see if any of them match your ICP.

3. Industry Influencers

• No matter your industry, some individuals are prevalent within the space. These individuals are more than likely to receive the most engagement on LinkedIn.
• Find these influencers and see who is engaging with their posts. Again, check to see if they match your ICP.
• It’s a great way to send a personal connection with potential customers.

4. Contacts of Companies

• Like influencers, searching for companies within your industry allows you to find potential customers who follow them. 
• Donald provides an example of how to do this within the episode.

5. People Who Follow Your Company

• One of the best ways to find your ICPs is by seeing who follows your company.
• You can easily do this with the LinkedIn Sales Navigator tool.

6. General Filter

• If you’re not using LinkedIn Sales Navigator, you can use the general filter on the platform.
• Go to the search bar and use the filter to find people who fit your ICP.

7. Focus on People Who Engage With Your Post

• You should post on LinkedIn regularly and pay attention to those engaging with your content. 
• They’re likely potential customers who may need your products or services.

Once again, wonderful tips from Donald Kelly. If you’re ready to build your pipeline and close twice as many deals as you do now, subscribe to the TSE podcast for more sales advice.

“Engagement leads to conversations. Conversations lead to opportunities.” - Donald Kelly.

Resources

Donald C. Kelly on LinkedIn

LinkedIn Sales Navigator Course

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS